Business Development Manager- Technical Pre-sales – Health Industry

Closing Date: April 30, 2021

Job Summary

The Pre-Sales Lead is a client-facing role that creates clear and actionable strategic roadmaps supporting business cases that both delineate a broader end-game, while also prioritizing quick wins with near-term measurable impact, the candidate should have deep knowledge in the health industry from a business and technologies point of view.

Job Responsibilities

  • Using a deep knowledge of the health industry, ensure that all proposed solutions can be executed both functionally and technically, within the scope and timeline defined in agreement with the customer.
  • Improve negotiations and contract closing by providing support to the Sales Team.
  • Assist sales team members with sales efforts including the development of client proposals and pitch mechanics. Delivering sales presentations to clients, including designing and developing presentations and responding to RFPs.
  • Proactively and accurately identify prospect pains and propose creative solutions.
  • Own the development of custom presentations, demonstrations, and prototypes to articulate use-cases and value to prospective enterprise customers across verticals.
  • Document and communicate client feedback and new requirements from the field to drive cross-team collaboration.
  • Create quotes and sales proposals on behalf of the sales team.
  • Partner with the sales team to generate leads.
  • Respond to technical and/or functionality questionnaires.
  • Accompany sales representatives during the entire sales process, from RFI/RFP to contract negotiation and closing.
  • Detect functional gaps during scoping calls, analyze them and work with the technical/vendor Team to find a viable solution.
  • Provide scoping support to sales representatives, and substantiate the solutions offered to prospects, from both a business and technical point of view.
  • Assist in other tasks to help close deals, such as price tailoring, contract and SOW drafting, security Q&A, and customizing demo environments.
  • Interact with every area of GBM: Legal Team, Delivery Team, Bid Management Team.
  • Collaborating with management on sales goals, planning, and forecasting; maintaining short- and long-term business development plans.
  • Understanding different industries needs and trends
  • Achieve monthly, quarterly, and annual sales targets established by the LoB
  • Work in close collaboration with GBM’s architects & delivery teams to ensure that proposed offerings and services fully meet customers’ business and technology needs.
  • Develop or manage the technical and commercial proposals for all opportunities
  • Define the winning strategy for each opportunity

 Qualifications & Education Requirements

  • University Degree preferably IT Engineering or related to the job function
  • At least 5 to 8 years of aggressive IT sales experience (Solution selling, IT services, outsourcing, and managed services)
  • A bilingual candidate is a must (Arabic & English)

 Skills 

  • Pre-sales experience is essential
  • Experience working in the software world is essential
  • Effective interpersonal communication and strong project management skills
  • Ability to interpret technical documents and specifications.
  • Ability to be innovative and capable of critical analysis and problem-solving.
  • Results-oriented individual with the ability to effectively manage multiple priorities and timelines.
  • Capability to work independently and take full responsibility for opportunities.
  • Great communications skills, in order to work with several teams with very different backgrounds, as well as with customers, prospects, and other important stakeholders.
  • Commercial and negotiation skills.
  • Technical background (a degree in Systems Engineering or experience that is equivalent).
  • Fluency in English is a must.
  • Must have closed deals worth over $5 million
  • Strong experience in proposal writing and negotiation skills for deals worth over $5 million
  • Demonstration of a consistent over-achievement of client acquisition and sales revenue targets
  • Ability to achieve aggressive deadlines and sales targets
  • Program Management skills.
  • Relevant Experience and knowledge with the  Healthcare industry and related technologies, including but not limited to EMR, Health Insurance, Laboratory & Clinical Research Products, Medical Equipment, HIS, and Virtual reality in healthcare.
  • Technology selling exposure: Portal, Mobile, Digital, Modernization, IOT, AI, RPA, cloud (MS Azure, IBM Cloud, Google, and AWS) , IBM products, and Big Data.
Main KPI’s:
  • Revenue
  • Inflow
  • Profit
  • Conversion Rate
  • Certification
  • Forecast Accuracy
Employment Type: Permanent